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Real Estate Training - How to Create Your Unique Value Proposition

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By : Michael Pollak    99 or more times read
So, what do you say to people to help them know what value you can bring to them? You may be the best agent with lots of real estate training under your belt. Other people don't know that. It's up to you to share it with them. But how?

Creating your Unique Value Proposition (UVP) will give you confidence as you talk with people. You'll know exactly what to say that will convey to people the value you can provide to them by your services.

Remember, no one likes to hear someone go on and on about how great they are. This is not your chance to blab about yourself. Your UVP is short and effective. It's all about the benefits to your prospective client. All they'll hear is the benefits they'll get from using you as their agent. This will eliminate the chance that they will think you're just ranting about how great you are.

Make sure to get your paper and pencil. There are some key components that you must have in order to be successful with your UVP.

  • Your skill.

  • An example of that skill.

  • A result from using that skill.

You will share with your prospective client one of your traits. Explain how you used that trait for past clients or in a prior profession. The clincher is telling them what the result was from using this trait of yours. This is where you share the benefit for them.

It may be helpful to make a list of your talents and skills before trying to write out your UVP. This is how you create a script. You first need to identify who you will be using this script on. For example, if you are creating this script to use for a listing appointment, make sure to select one of your talents or skills that is best suited for helping a home seller.

This script will change depending on who you are talking to. Here's an example for a listing appointment:

I am very organized. I make sure to properly outline and carry out a marketing plan for each of my clients. As a result I sell homes 15 days faster and for $5,000 more than the average.

Use real results that you've calculated from your sales. If you haven't sold any homes yet, you will use a trait that gave you a good result from some other aspect of your life. However, this trait and result still need to be relevant to the seller. If you haven't sold any homes yet it doesn't mean you can't win listings. The point is to show that you posses an ability that will yield a favorable result for your prospective client.

This training will help you write scripts for various situations. Scripts that are brief and powerful. After using these type of scripts, be prepared for favorable reactions from prospective clients that will sparks questions from them.

Get started winning more business. Go get 'em!
Using scripts is only one part of your business.

-Mike Pollak, Real Estate Agent Trainer

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